We’ve talked quite a bit about the importance of understanding who you can delight when it comes to looking for new customers — finding those sweet spot customers and turn them into your best marketing tool.

Rather than trying to be something for everyone — the smartest businesses understand that they’re the perfect solution for a certain subset of potential customers — and those are the prospects they should target and pursue with a vengeance.

To help you get your arms around this idea and put together a game plan — we’ve created this list of questions. Walk your team through each one — and at the end, you’ll have a pretty good picture of who you should be targeting and how you can earn/keep their interest throughout your buying cycle,

How many new clients would it take for you to have a killer year?

Who are your favorite clients? What about them puts them on that list?

If you could replicate one client – and have a bunch of them – who would you replicate?

What traits/characteristics would all of those cloned clients have?

What kinds of information, help, tools etc. would those clones most value?

If you were on a scavenger hunt and I said you needed to find 10 people who closely resembled your sweet spot client – where would you look?

How would you get their attention? What do they need?

How would you stay under their nose/in touch in a valuable/helpful way? List 10 ways.

How could you help them today in a way other than giving them financial counsel?

If you couldn’t talk to them directly – who is your Kevin Bacon and could connect you?